Appointments

This month, we’re focusing on The Art and Discipline of Making Appointments.

Appointments are the engine of a strong sales pipeline. Without them, momentum stalls.

Appointments can happen on the phone, virtually, in person (in the showroom), or on site (a house call, site visit, or their office). They are not a range of time (between 9–noon), but a clearly defined, agreed-upon time.

Appointments are one of three tools in the sales toolbox that increase both close ratio and average sale. They …